Sales Manager, UAE & Oman

About the Role
Based out of Dubai, you will help scale our new business revenue across Commercial and Mid-Market accounts in the UAE and Oman by leading a team of Account Executives. As a first line manager you will:

1. Coach AEs and act as the first line of support on pipeline generation, deal execution strategy, and day-to-day sales development matters.
2. Work with SalesOps, Management, Marketing, Channel, BDRs, and other sales supporting functions to drive and iterate on improving the company's brand awareness, Go-To-Market strategy, and adoption.
3. Help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates, etc.).

Responsibilities

• Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas.
• Manage, coach, and develop your team of Account Executives.
• Provide day-to-day deal support and functional guidance to AEs.
• Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders.
• Own and drive accurate and up-to-date AE KPI, reporting in Salesforce, and provide attainment forecast guidance to sales management on a weekly basis.
• Help define ideal AE profiles for the region.
• Help on-board and ramp up AEs.
• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (the company's One portfolio) attach rates, and other company goals.
• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based, etc.) for all market segments.
• Drive channel relationships forward to accelerate channel business.
• Help foster relationships between customer/partner executives and the company's executives within key customer accounts.
• Drive an efficient business cadence to cover forecast calls, pipeline, deal reviews, and account plan reviews, etc.
• Devise and lead quarterly business reviews/kick-offs reporting on the overall health of the business in your region.
• Set the bar and best practices when it comes to data-driven new business sales and growth of existing accounts.
• Document functional best practices and work with Sales Enablement to develop AE sales playbooks for both core and new products.
• Work with Regional/Global Sales Management, Marketing, Channel, SalesOps, and necessary sales supporting functions to devise and implement strategies to drive up the company's brand awareness and revenues in target markets.
• Develop and maintain relationships with industry-related organizations that are key to the company's business in the region.

Requirements

• Fluency in English (written and spoken); Arabic is a plus.
• A minimum of 10 years of overall sales experience, out of which at least 5 years should be focused in the UAE and Oman.
• A minimum of 5 years of experience managing a team of quota-carrying sales reps with a successful proven track record of selling and upselling complex solutions across the UAE and Oman; preferably in a SaaS/Cloud/Cybersecurity platforms industry.
• Experience directly managing a high volume, high velocity pipeline driving rapid growth while delivering long-term value to our customers.
• Experience developing & rolling out Go-to-Market strategies in a fast-paced, rapidly changing environment.
• Excellent presentation and communication skills, both written and verbal, with confidence to develop and present ideas to different audience levels.
• Established experience and relationships with the Cybersecurity and SaaS/Cloud community in the Sub-Saharan Africa market with the ability to establish and grow strong partnerships.
• Hands-on leader that strikes a balance between strategic vision and tactical execution.
• Having a well-regarded market reputation with strong related connections and relationships.
• Experience with Salesforce and other sales reporting and BI tools.
• Self-motivated with an entrepreneurial spirit and comfortable working in a fast-paced and dynamic environment.
• Capacity to strive in a diverse and multicultural workplace.
• Aptitude to learn new technical concepts and terms.
• Bachelor’s degree required in a related field (Computer engineering, computer science, or similar studies); MBA or MIS is a plus.

What Makes the Company Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

• Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by the company's enterprise customers--at no cost.
• Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
• 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure, and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service the company has ever released. We don’t store client IP addresses—never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.